Invest and Divest Your Energy

Inspired by the authors of the book, Blue Ocean Strategy, I adapted their FAF model for personal sales activities.?(See my previous article, Back to Blue Ocean).

How we spend our day and how we invest our time will determine our long-term success in selling.?

Too often we get caught up doing things we shouldn’t or needn’t be doing instead of focusing our attention on high-leverage activities (HLA).???

Here are 4 questions you need to ask yourself in order to manage your time and energy more efficiently.

On the Positive Side of Your Activities:

·??????Start: What activities do I need to start doing?

·??????More: What activities do I need to invest more time?

On the Negative Side of Your Activities:

·??????Stop: What activities do I need to stop doing?

·??????Less: What activities do I need to invest less time?

Sometimes our activities become entrenched habits and we do them without giving much thought.?

1. For example, maybe we have the habit of checking emails too often and it ends up chewing up a good portion of the day.?This is a habit that you need to do LESS of to be more effective.??
2. Another example may be that you need to set up a time every day to make cold calls.?This is an activity that you need to START doing in order to keep your pipeline full.

Focusing the right amount of time and energy on HLAs will allow you to get the things that matter done.

Victor Antonio